Header menu link for other important links
X
Cue Usage Characteristics of Angry Negotiators in Distributive Electronic Negotiation
Published in Springer Verlag
2019
Volume: 351
   
Pages: 178 - 192
Abstract
The role of anger in negotiation is explored in considerable depth in many papers in the literature. In the electronic negotiation situation, one way to express anger (in addition to plain textual messages) is through the use of emoticons and para-linguistic cues. Cue usage by angry negotiators under different levels of anger is unexplored in negotiation literature. In this paper, we address this gap by conducting a distributive electronic negotiation experiment and studying the usage of cues (statements and para-linguistic cues including emoticons) by angry negotiators while interacting with their counterpart (computer). We report that participants tend use more para-cues, especially emoticons, as their anger intensity increases and that emoticons have the ability to replace other para-cues while composing angry messages. The findings provide promising inputs on design of user interfaces for electronic negotiation systems. © 2019, Springer Nature Switzerland AG.
About the journal
JournalData powered by TypesetLecture Notes in Business Information Processing
PublisherData powered by TypesetSpringer Verlag
ISSN18651348
Open AccessNo
Concepts (8)
  •  related image
    Linguistics
  •  related image
    ANGER
  •  related image
    ANGER INTENSITY
  •  related image
    Cues
  •  related image
    EMOTICONS
  •  related image
    Emotions
  •  related image
    NEGOTIATIONS
  •  related image
    User interfaces